Are we 'the guys'?
www.trumethods.com
FormulaWon Growth Tracks Monthly Sales Meeting: April “Are we 'the guys'?”
Copyright 2011 TruMethods, LLC
Virtual Sales Meeting House Keeping – – – –
Sound: VoIP or Telephone (Audio Pin #) Type questions or raise your hand to speak All past webinars are posted in the Members area Next Webinar is the Focus on Success • •
April 21st at 2:00 Eastern Time Topic: Q1 2011 QBR
– When you're Schnizzin go to Schnizz corner!
members.trumethods.com/schnizz www.trumethods.com Copyright 2011 TruMethods, LLC
Are we „the guys‟?
• Focus on why sales get stuck • Common issues at the end of the sales process • Gain control of the process • Determine the clients intentions • Understand our sales “assets” Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we „the guys‟?
Why sales get stuck • Getting prospects on the PBR • Closing deals
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we „the guys‟?
Look at your PBR • Is the outcome based on how you FEEL? • What is the next step? • Who controls that next step?
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we 'the guys'? If the next step starts with THEY…
• …just have to talk to their boss • …need to resolve and unrelated business issue • …need to review the agreement • …call references • …get one more quote Houston, we have a problem Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we 'the guys'?
All that is left for you to do is wait, hope and wonder
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we 'the guys'? Why does this happen? • You have not tipped the balance • The DM is putting off the decision • They don‟t know how to buy • They use requests and positive feedback to control the process Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Next Step Assets
• Meet again to review details • Network evaluation • Site visit • Meeting more of the prospect‟s team • Meeting more of your team Set–The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Follow-up Assets • References • Proposal • Agreement • Fix an issue
Set The Stage
Pain
• Do a project • Negotiate price • Answer a remaining objection
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Use your assets wisely • Every request is an opportunity • Always use requests to verify • Clarify remaining issues • One way to do this is -- Are we „the guys‟?
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Are we 'the guys'? • Tie down requests • Answering objections • Do you really know where you are in the process? • Do they know?
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Are we 'the guys'? • You don‟t have to say, are we the guys‟ • Use your own words • Think about every request and major objection
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Member Sales Meeting
PBR review • Kevin • 5 employees • New member (December 2010) • $35,000 MRR
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Member PBR Review Entered PBR
Product
Seats
MRR
1
Let's go! No, wait.
PFF
22
$1,577.00
70% 03/31/11 02/28/11
2
What's next?
$974.00
70% 04/15/11 02/28/11
3
Great; in 60 days
FFF
34
$3,400.00
25% 05/01/11 03/01/11
4
All systems go?
PFF
15
$1,234.00
70% 03/30/11 03/01/11
5
Just DR
DR
$4,500.00
20% 04/30/11 03/31/11
POC/Central 25
%
Close Date
Customer
www.trumethods.com Copyright 2011 TruMethods, LLC
Schnizzfest 2011 June 9th-11th, 2011 – Philadelphia, PA www.schnizzfest.com • • • • • • • •
TruMethods Members only Sales process What‟s next in Managed Services? Behind the 4 blocks Member-to-Member Networking Discussions Special guests Whole lotta Schnizzin‟!
Nearly sold out! Only a few spots left www.trumethods.com Copyright 2011 TruMethods, LLC
Q&A www.trumethods.com Copyright 2011 TruMethods, LLC
FormulaWon Growth Tracks Monthly Sales Meeting: April “Are we 'the guys'?”
Copyright 2011 TruMethods, LLC
Virtual Sales Meeting House Keeping – – – –
Sound: VoIP or Telephone (Audio Pin #) Type questions or raise your hand to speak All past webinars are posted in the Members area Next Webinar is the Focus on Success • •
April 21st at 2:00 Eastern Time Topic: Q1 2011 QBR
– When you're Schnizzin go to Schnizz corner!
members.trumethods.com/schnizz www.trumethods.com Copyright 2011 TruMethods, LLC
Are we „the guys‟?
• Focus on why sales get stuck • Common issues at the end of the sales process • Gain control of the process • Determine the clients intentions • Understand our sales “assets” Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we „the guys‟?
Why sales get stuck • Getting prospects on the PBR • Closing deals
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we „the guys‟?
Look at your PBR • Is the outcome based on how you FEEL? • What is the next step? • Who controls that next step?
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we 'the guys'? If the next step starts with THEY…
• …just have to talk to their boss • …need to resolve and unrelated business issue • …need to review the agreement • …call references • …get one more quote Houston, we have a problem Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we 'the guys'?
All that is left for you to do is wait, hope and wonder
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Are we 'the guys'? Why does this happen? • You have not tipped the balance • The DM is putting off the decision • They don‟t know how to buy • They use requests and positive feedback to control the process Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Next Step Assets
• Meet again to review details • Network evaluation • Site visit • Meeting more of the prospect‟s team • Meeting more of your team Set–The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Follow-up Assets • References • Proposal • Agreement • Fix an issue
Set The Stage
Pain
• Do a project • Negotiate price • Answer a remaining objection
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Use your assets wisely • Every request is an opportunity • Always use requests to verify • Clarify remaining issues • One way to do this is -- Are we „the guys‟?
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Are we 'the guys'? • Tie down requests • Answering objections • Do you really know where you are in the process? • Do they know?
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Sales Assets Are we 'the guys'? • You don‟t have to say, are we the guys‟ • Use your own words • Think about every request and major objection
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Member Sales Meeting
PBR review • Kevin • 5 employees • New member (December 2010) • $35,000 MRR
Set The Stage
Pain
Money
Decision
Presentation www.trumethods.com
Copyright 2011 TruMethods, LLC
Member PBR Review Entered PBR
Product
Seats
MRR
1
Let's go! No, wait.
PFF
22
$1,577.00
70% 03/31/11 02/28/11
2
What's next?
$974.00
70% 04/15/11 02/28/11
3
Great; in 60 days
FFF
34
$3,400.00
25% 05/01/11 03/01/11
4
All systems go?
PFF
15
$1,234.00
70% 03/30/11 03/01/11
5
Just DR
DR
$4,500.00
20% 04/30/11 03/31/11
POC/Central 25
%
Close Date
Customer
www.trumethods.com Copyright 2011 TruMethods, LLC
Schnizzfest 2011 June 9th-11th, 2011 – Philadelphia, PA www.schnizzfest.com • • • • • • • •
TruMethods Members only Sales process What‟s next in Managed Services? Behind the 4 blocks Member-to-Member Networking Discussions Special guests Whole lotta Schnizzin‟!
Nearly sold out! Only a few spots left www.trumethods.com Copyright 2011 TruMethods, LLC
Q&A www.trumethods.com Copyright 2011 TruMethods, LLC
